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29 minutes | a month ago
212 - Vendor vs Value Added Reseller Sales Engineers
We all our sales engineers in this career, but when you work for a vendor your goals and outlook often differ from your counterpart sales engineer working for a value added reseller. In this episode we discuss some of the differences and view points from each side of the table so we can find common ground to all be successful in our careers. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
26 minutes | 2 months ago
211 - Learning to Soar as a Sales Engineer
Most professionals have some form of professional training, schooling, or certification to validate your ready for your chosen profession. For Sales Engineers our trial is by fire and we are often thrown into the deep end to swim or sink. Being able to "launch" career in real time and soar while striving to meet the expectations placed on you requires discipline and a plan of attack. We share some insights and tricks of the trade to help you get off the ground running on this episode of Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
27 minutes | 2 months ago
210 - Key Account Planning for Sales Engineers
When you get your new quota for the year, you need a plan to attack your customer base to accelerate expansion, grow your new customers, and tap new markets. Having a key account plan for the critical targets is key. Guess what it isn't just the account manager responsible, we as sales engineers own the responsibility too and we take on this topic today on Sales Burrito. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
30 minutes | 2 months ago
209 - Managing Sales Engineering Teams in EMEA
While we often think that sales engineers are the same everywhere, the cultural part of the different areas of the globe makes it different. On this episode we are honored to have Linus Svennson joining us as a guest discussing managing and building high performing SE teams in the EMEA market. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
25 minutes | 2 months ago
208 - Selling With Your C-Suite Executives
There will come a time when your boss, CEO, or other senior executive will join your sales call. This can be a boiler room experience and a good sales team will harness this horsepower to their advantage over creating a nervous situation. We will cover how to leverage these situations to your advantage on this episode of Sales Burrito. This episode is sponsored by Skill Share. Leverage our promo to get 40% off your annual subscription today - https://salesburri.to/skillshare40off * Includes promotional advertisements which pay a royalty to Sales Burrito --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
28 minutes | 3 months ago
S2E7 - Are You a Leader or Manager?
Often times people confuse an SE Leader and a SE Manager as one in the same. A manager goes through the motions of management, a leader is dynamic, leads by example, sets the vision, and is the tip of the spear for the culture of the sales engineering organization. On this episode, we dive into the qualities and traits that one needs to have to be able to truly call themselves a Leader. --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
21 minutes | 3 months ago
S2E6 - Selling With Your Customer: How to pivot and sell above the line.
This week we talk through how to sell WITH your customer not TO your customer. There are a few things you can do to help you navigate the sales process building a joint sale with your customer that can change your success. One of them is to use the right terminology and get access early to the key decision business makers by leveraging your technical champions for access to the above the line budget holders. This episode inspired by the excellent book from Skip Miller - Selling Above and Below the Line. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
27 minutes | 3 months ago
S2E4 - The ABCs of a POC
The reason we execute a POC is to win a customer towards purchasing our product or solution. In the context of a POC, we as the Sales Engineers are looking to secure the technical win. How you get the technical win can be achieved through a POC and learning the ABCs how to be successful in a POC we discuss today on Sales Burrito. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
23 minutes | 4 months ago
S2E3 - The All-ins and Outs of Salary Negotiation
On this episode of Sales Burrito we stake our our position and teach you how to take the gamble out maximizing your value in the salary negotiation phase of accepting that new job offer. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/salesburrito/message Support this podcast: https://anchor.fm/salesburrito/support
23 minutes | 4 months ago
S2E2 - The Three Whys
Everyone in sales comes across the need to get their customer to understand The Three Whys. We cover what they are and how to address them on this episode of Sales Burrito.
24 minutes | 4 months ago
S2E1 - Just Ask For It
The hiring season is hiring as we start 2021 and as we kick off Season 2 of Sales Burrito we take on the key question you need to ask in your job interview to get hired.
30 minutes | 4 months ago
S01E17 - The Year in Review of Sales Burrito
2020 has been… Well we will let you make that call really, but for Sales Burrito our inaugural season has been a great success and we wanted to take this opportunity to reflect on the show this year and discuss where we are going in 2021.
27 minutes | 5 months ago
S01E15 - Tis the Season for Change
On this episode of Sales Burrito, we will provide you a roadmap to success for anyone who wants to work in a new field but feels that he or she lacks the experience to do so. You know that change is inevitable and often can be painful to endure. But if there’s one thing we know about GREAT sales engineers, change makes us stronger at what we do.
32 minutes | 6 months ago
S01E14 - Building Your Personal Brand
Your reputation is your brand and building your brand is key. On this episode of Sales Burrito, we have a special guest Joshua Stenhouse joining us discussing just how he built his brand through blogging and social media engagement.
26 minutes | 6 months ago
S01E13 - Understanding Why Customers Buy
This time of year is often called the MAGIC quarter. Understanding how and why customers buy, is key to winning and being successful in your career. In this episode, we dive into the mindset of customers and discuss what you need to know and what skills to master.
32 minutes | 6 months ago
S01E12 - Pros and Cons of Being a Sales Engineer
Most of the time we always focus on the Pros of being a SE, but let's be honest there are cons as well that come with the job. We share our views and take on the pros and cons of being a SE on this episode of Sales Burrito.
33 minutes | 6 months ago
S01E11 - AMA Special with Enrique and Dave
In this special episode we take on the questions from our listeners in an open ranging Ask Me Anything style discussion with your co-hosts Enrique and Dave.
28 minutes | 6 months ago
S01E10 - How I DIY'd My SE Career with David Stevens
The old saying goes, when you are good at your job, you get to write your own ticket. The career path to becoming a rockstar Sales Engineer isn’t always a straight line or even a predictable path. Our special guest today, David Stevens, shares his unique experience in Macgyvering his career.
34 minutes | 7 months ago
S01E09 - When to Demo and How Much to Show
On this episode of Sales Burrito, we are going to talk about demo and yes: WHEN and WHEN NOT to do them and HOW MUCH to show. As sales engineers time is one of the most important valuable possessions we all have. This is why we have our special guest, Peter Cohan the author Great Demo joining us.
33 minutes | 7 months ago
S01E08 - Mastering Technical Sales - Insights with John Care
Mastering Technical Sales is the pursuit we all strive to accomplish in our careers as Sales Engineers. Luckily for those of us in the industry, there are people like our special guest today, who have literally written the missing manual on how to master the skills needed to lay the foundation for a successful career.
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